Provides background information on a range of sales force management issues with which to purchase to reflect the company as it changes its strategy changes in the flavor industry and their customers’ practices. Can be used to develop students to the questions with which to require multinational companies and / or sensitize them or consider options to deal with the problems.

Provides background information on a range of sales force management issues with which to purchase to reflect the company as it changes its strategy changes in the flavor industry and their customers’ practices. Can be used to develop students to the questions with which to require multinational companies and / or sensitize them or consider options to deal with the problems.
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Michael Hayes
Source: IMD
14 pages.
Release Date: 1 January 1989. Prod #: IMD073-PDF-ENG
Grasse Fragrance SA HBR case solution